Does your customer experience create competitive advantage?

You’re looking to create the perfect customer experience, so you already have a customer survey, what company doesn’t these days? It may even be a regular annual customer survey, because you understand the importance of knowing what your customers think in this highly competitive, turbulent business world.

A recent article by McKinsey Quarterly delved into the importance of a customer feeling as though the service has been personalised for their needs alone.

Account Management, Gary PeacockGary Peacock2 September 2016Customer Survey, Customer Relationships, Business Results, Actionable, Competitors, Quality, Advocates, Executive Sponsorship, McKinsey, Competitive AdvantageComment

Kill the hunters and feed the farmers [Strategic Account Management]

Often in conversations about sales and customers, people talk about hunters and farmers. For those of you not familiar with the idea, the idea is that sales people can be classified as either Hunters or farmers. Hunters are sales people who go out and make the kill: get the new order or get the new customer; farmers are those sales people who manage existing customers to gain more orders from them.

Gary Peacock, SAMGary Peacock23 January 2015Hunters, Farmers, Strategic Account Management, SAM, Account Management, AM, Key Account Management, KAM, Customer Relationships, Strategic Relationships, Sustainable Relationships, Long-term Relationships, Revenue, Gains, Strategic Comment

How can you add value for your customers?

Post-Election 2013 – are you match-fit for the opportunities ahead?

Heading into the election, the economy was by far the most important issue for voters ...